Operational Business Development Manager – Automotive Sector
Based in Worcestershire

Job ref: AZ/42121

Salary: c. £70,000, 20% bonus, car, pension, healthcare

Driven by value of growth and to provide you with a career development opportunity, we are looking to appoint an experienced senior sales / business development manager to head up a specific business unit, working within the automotive OEM sector.

With full support from the General Manager, Europe, the successful candidate will have a broad responsibility for developing the commercial strategy of the business unit. This is primarily an office based vacancy, supporting the existing key account managers within the UK, Germany, France, Italy & Spain and will assist in managing extensive business relationships within key customer’s.

Being a Key leadership position, the successful candidate will be responsible for Sales Management / Business Development within the business unit, which will involve developing and executing the business plan based upon goals defined by the corporate strategy. Role is responsible for driving sales growth through a team of direct report Key Account Managers (KAM) and indirect KAM resources within the business unit matrix. It is also expected that the BDM will work collaboratively with Regional Development Managers to support business going through distribution. The position fits within the Global scope of the business unit, and has a strong matrix alignment with the global BDM positions.

Key responsibilities include:
Driving best practice of Key Account Management, Driving business growth, Delivering on revenue targets, Managing costs (COS and expense budgets), New project filtering at opportunity stage, Maintaining Engineering hit rate. This role will also be responsible for profitability goals.
Guides the implementation of long and short-range corporate based strategy, develops business plans, policies and programs associated with the business unit. Acts within the broad framework of Corporate and SBU strategies and under the direction of General Management to achieve approved objectives. Evaluates and responds to market conditions, competitive activities and general economic conditions that impact global customer base and global programs.

Directs and guides the tactical activities of the business unit, including Sales (Direct, House and support for Distribution accounts), Pricing, Project evaluation / prioritisation, and work closely with Engineering/NPD and program management. Maintain S&OP level product demand forecasts and ensures best practice business tools (Notes, SalesForce.com, CPB's, etc ) are efficiently utilised by KAM's. Develop and maintain direct customer relationships at high strategic levels to keep informed of Market issues and opportunities. Ensures Business Units revenue targets and budgets (COS) are met.

Develop high level relationships throughout the Global organisation in order to effectively facilitate KAM projects or remove roadblocks to on time delivery. Work through the corporate matrix to interface with support organisations within the SBU (i.e. Marketing), Corporate (i.e. Product Management, Finance, Legal, HR, Operations) accomplish the Business Units goals and objectives

Competently Manage global programs across the company’s Global organisation, and manage customer interface. Manage dotted line regional relationships with the other SBU BDM's and matrix managed KAM's where required

Builds and maintains strong partnerships, assembles effective teams and provides leadership and development of organisation. Develop KAM best practices and ensure personal development goals for direct reports

Education, Training & Work Experience
Engineering Degree, required (preferably Mechanical) or MBA
Knowledge of manufacturing processes
5 years' Management experience required, including project management experience in a customer engineering environment
Minimum two years experience in sales/business development environment
Second language fluency is always desirable, but not essential.
Ability and willingness to travel extensively within the UK and possibly into Europe and other countries as required

Key Skills
Leadership in both strategic and tactical plans and actions
Customer focus. Ability to understand and relate to Business Unit needs and requirements. Establishes and maintains effective relationships with both internal and external customers and gains both trust and respect.
Ability to understand and relate to Business Unit needs and requirements.
Establishes and maintains effective relationships with both internal and external customers and gains both trust and respect.
Ability to communicate effectively through both formal and informal means with all levels and matrix dimensions of the organisation.
Ability to achieve results through influence
Knowledge of technical aspects and market value drivers for products, technologies and access hardware used across the entire range of the Business Unit related industries.
Prioritises activities and develops plans to ensure targets are met. Anticipates and adjusts for problems and roadblocks.
General business knowledge including knowledge of competitors. General financial understanding

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